About David Tiong
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Visa Status Citizen
Education
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2004
NTU
MBA
Experience
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2017 - 2019
Kaspersky
Markerting Director (Head of APAC Marketing)
Head & Manage both B2B & B2C Marketing across entire APAC region, leading a team of 20 Marketing professionals. Transformed and reorganized Kaspersky Lab APAC Marketing to focus on B2B Enterprise while maintaining substantial growth in SMB and Consumer business. • Reposition Kaspersky from a SMB & Consumer brand to a key Enterprise Cyber security leader in APAC. (Top 3 Brand mentioned in key Markets) • Initiated & developed Key Account Based Marketing programs for targeted verticals • Drive Sales Pipeline & Lead Generation to Sales Pipeline Acceleration with high impact Integrated Marketing Campaigns. (33% YoY growth in Enterprise revenue) • Revamped Kaspersky APAC Channel Marketing with key initiatives to drive Reach (Partner recruitment), Demand and Deal size value (Up-sell & Cross-sell) thru effective Channel Enablement and Incentives programs • Build and Manage Kaspersky first end-to-end call Telemarketing APAC regional call center not only to support lead qualification and revenue pipeline, but close deals & renewals • Develop Enterprise Lead Management and qualification process to measure ROI and ensure optimum use of Marketing funds.
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2015 - 2017
Fortinet
APAC Marketing Director
Transformed Fortinet APAC Marketing and responsible for the Marketing budget to support over USD 300 million of annual regional revenue in Asia Pacific region. Generate or influence more than USD 30 Million of Sale Revenue Opportunities. Manage Fortinet Asia Pacific Marketing Organization of a team of 15 Regional and In-country Marketing professionals that are fully responsible and accountable for: • Establishing Fortinet’s Lead Management & Qualification process that includes the setting up of an Asia Pacific Marketing Call Center in 2014 & Eloqua Implementation in 2015 • Drive and increased Brand awareness in the Enterprise Market Segment via Programmatic Digital Campaigns, targeted high-profile events/ conferences, Social Media Marketing and C-level Thought Leadership engagements (Executive Networking sessions) • Demand Generation & Sales Pipeline creation with Integrated Marketing Campaigns from Direct/ Key Account Marketing, Fortinet & Third-party events, Executive (C-suite) Roundtable sessions to Digital Marketing (Web, eDMs, Content Syndication & SEM/ SEO). • Account Based Marketing Campaign & Program targeting key verticals from Finance, Telecommunication, Healthcare to Government industries. • Sales Pipeline Acceleration – Programs and engagement activities to accelerate and close sale revenue/ opportunities. • Channel Marketing - Developed and implemented Channel Incentives and integrated Push & Pull programs with channel partners including Channel Enablement & equipping Achievements • Leadership - Built, managed & transformed the Asia Pacific Marketing Organization from a fragmented handful of 5 headcounts to an effective structured organization of 15 Marketing professionals consisting of APAC Regional and In-country Marketing functions • Marketing Strategy & Planning - Formulated and Developed Fortinet Marketing Sales Alignment Framework to ensure that Fortinet Asia Pacific Marketing Strategy and Marketing Budget Plans are not only fully aligned with Sales directions and focus, but individual country growth plan & objectives. Region achieved and exceeded revenue target for more than 10 quarters. • Lead & Demand Generation Deployed Integrated & multi-touch lead generation campaign from awareness, thought leadership activities, nurturing programs, events to digital/ online programs to build a strong leads pipeline. Increased Sales Qualified Leads (SQL) in pipeline of 3.5 times with revenue pipeline of USD 30M in Fortinet. • Lead Management & Qualification - established Fortinet’s Asia Pacific lead management & qualification process together with the setup the regional Marketing call center (11 BDR/ Call agents) & Eloqua Implementation to ensure that leads were not only qualified, but also ensured that they (SQL) were followed-up & tracked/ measured via SFDC to account for ROI. • Account Based Marketing - Drive Thought Leadership/C-level Engagements focused on Strategic Accounts including Industry opinion leaders achieved through multi-touch Marketing platform, which are not limited to Roundtable seminars/ events, targeted eDM campaigns, social media and events/ activities. Objective achieved: Expand share of wallet and nurture leads into new opportunities in addition to ensuring account retentions. • Flagship Events & Conferences - Started Fortinet APAC Fast & Secure Telco/Carrier & MSSP Flagship Event (USD 2 million Sales Opportunity) and expanded Fortinet Security 361 Symposium event series across 12 countries in APAC.
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2012 - 2013
Motorola Solutions
Senior regional Marketing Manager (Head of Asia Marketing)
Regional Marketing Senior Manager (Head), Asia Region Managed USD 2.5 million Marketing budget & supported over USD 350 million of annual regional revenue in Asia region. Led & managed a team of six marketing professionals responsible for regional marketing across all B2B Business Units: Communication Systems/ Solutions, Enterprise Mobility and Wireless Network Solutions including Managed Services & Software. Marketing responsibilities encompassed Regional Marketing Strategy Development and Planning, Integrated Marketing Campaigns, Direct/ Key Account Marketing, Channel Marketing & Enablement Programs, Vertical Solutions Marketing, Lead & Generation Campaigns and New Product Introduction programs to Thought Leadership initiatives and Digital Marketing (Web, eDMs/Emails & SEM/SEO) including Social Media. Achievements • Developed comprehensive Marketing Strategies & Go-to-market Plans for Motorola Solutions in Asia that addressed Asia countries’ sales & marketing objectives aligned to corporate strategies & directives. Successfully ensured the region achieved or exceeded Communication System/ Solutions Business revenue plan for six consecutive quarters. • Identified as Key Leadership Talent Motorola - Motorola Senior Leadership Pipeline Program (LLP) 2013 • Revamped Motorola Solution Asia Channel incentive program and framework (EMPOWERWARD) to further drive partners to achieve incremental revenue targets. 85% of the partners met/ exceeded their targets allowing the BU to meet 28% growth plan. • Refined & Implemented effective Channel Enablement and Equipping platform ( X-ccelerator Plus ) to Motorola partner community in Asia to develop loyalty and enhance both partner lead acquisition capability in addition to sales effectiveness to achieve incremental revenue growth. Enabled key partners (Platinum & Gold level) to build a strong leads pipeline by increasing the leads generated by 3 times. • Led Vertical Solutions Marketing Campaign in Motorola Solutions to drive successful implementation of integrated Vertical Marketing Campaigns in targeted verticals (Retail, Manufacturing, T&L, O&G, Public Safety & Hospitality). Increased both cross-sell/ Up-sell opportunities and drive managed services across different BUs (Enterprise, Communications & Wireless Networks) resulting in additional leads/ incremental revenue.
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2009 - 2011
Verifone
Regional Marleting Manager (Head of APAC Marketing)
Regional Marketing Manager (Head), Asia Pacific Headed & managed the Asia Pacific Regional Marketing & Product Department (5 reports) that covered both core payment/ Security solutions and Managed Services/ Cloud offerings. Marketing: Development & Implementation of Market Strategy/ Plan, Marketing Campaigns, Marketing Events/ Activities to Digital & Market Communications including localizing collaterals. Product Marketing & Management: New Product Introduction & Launch plans/programs, competitive analysis & key value proposition content creation. Owned and managed the regions product/ solutions roadmap and represented APJ’s Product requirements. Achievements: Cloud & Managed Services Initiatives - Developed and implemented VeriFone’s Managed Service/ Hosted (Cloud) Payment Solution Platform in strategic vertical markets to augment VeriFone’s core business/ solutions in targeted countries across APJ. Achievement: First to market Secure Electronic Signature Capture managed service worldwide and generated an incremental recurring revenue stream.
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2009 - 2011
Verifone
Regional Marleting Manager (Head of APAC Marketing)
Regional Marketing Manager (Head), Asia Pacific Headed & managed the Asia Pacific Regional Marketing & Product Department (5 reports) that covered both core payment/ Security solutions and Managed Services/ Cloud offerings. Marketing: Development & Implementation of Market Strategy/ Plan, Marketing Campaigns, Marketing Events/ Activities to Digital & Market Communications including localizing collaterals. Product Marketing & Management: New Product Introduction & Launch plans/programs, competitive analysis & key value proposition content creation. Owned and managed the regions product/ solutions roadmap and represented APJ’s Product requirements. Achievements: Cloud & Managed Services Initiatives - Developed and implemented VeriFone’s Managed Service/ Hosted (Cloud) Payment Solution Platform in strategic vertical markets to augment VeriFone’s core business/ solutions in targeted countries across APJ. Achievement: First to market Secure Electronic Signature Capture managed service worldwide and generated an incremental recurring revenue stream.